Enterprise Account Manager

VelocityEHS • ,

11d • $155,725 - $185,275 • Remote

About The Position

VelocityEHS is hiring an Enterprise Account Manager to grow software bookings within existing enterprise accounts across the United States or Canada. The role is remote-first, with preference for candidates near Chicago, Illinois, or Toronto, Ontario for periodic in-person collaboration. The Enterprise Account Manager is the primary sales contact for a portfolio of customers and focuses on expanding business—not renewals or support. Using a consultative, customer-centric approach and a hunter’s mindset, the position identifies whitespace, sells new modules, users, and platform solutions, and closes expansion opportunities.

The role involves building relationships with customer executives and stakeholders, leading strategic and outcome-driven sales discussions, and coordinating internal teams through complex sales processes. The account manager maintains strategic plans and pipeline discipline, forecasts expansion opportunities, and is expected to travel 10–20% for in-person customer meetings. The position has an expected on-target earnings range of $155,725–$185,275 USD in the United States or $174,800–$206,600 CAD in Canada, with uncapped variable earning opportunities. It is eligible for a variable pay program and a comprehensive benefits package.

Requirements

• At least 5 years of full-cycle, quota-carrying B2B SaaS sales experience focused on account management and selling to existing customers.
• Experience expanding business within large, complex customer accounts with 5,000 or more employees.
• Experience with longer or complex sales cycles involving multiple stakeholders, procurement, and legal review.
• A proven record of exceeding sales targets, outperforming peers, and closing deals in a competitive sales environment.
• Skill in self-sourcing leads, cold outbound prospecting, using intent data, establishing and working referrals, and using tools such as ZoomInfo, 6sense, and LinkedIn Sales Navigator.
• Experience with structured sales methodologies such as MEDDPICC, Richardson, Challenger, and/or SPIN, along with disciplined qualification, follow-up, and pipeline hygiene.
• Proficiency with sales tools such as Salesforce, Outreach, Gong, and G2, and ability to use data and insights to prioritize activity and improve outcomes.
• Exceptional verbal and written communication skills and executive presence for selling and negotiating with VP- and C-level stakeholders.
• Adaptability, tenacity, self-motivation, goal orientation, a strong work ethic, and a drive to succeed in a fast-paced environment.
• Bachelor’s degree in Business, Communications, or a related field, or equivalent experience; a degree is preferred but not required.

Nice To Haves

• Completion of formal training in a recognized sales methodology, such as MEDDPICC certification.
• Domain knowledge in manufacturing, chemical, pharmaceutical, food and beverage, oil and gas, or mining industries.
• Experience in EHS/ESG, industrial software, or regulated industries.
• Comfort managing RFPs and procurement, legal, and security reviews.
• Ability to interpret performance data and apply insights to optimize personal sales strategies.

Responsibilities

• Serve as the primary sales contact for a portfolio of enterprise customers and develop an understanding of their priorities, organizational structures, and strategic initiatives.
• Identify and close opportunities to expand existing accounts by selling new modules, users, and platform solutions across departments and geographies.
• Lead outcome-driven discussions focused on business impact and solution value, using adoption data, product trends, and feature usage to identify growth opportunities.
• Coordinate internal stakeholders, including Customer Success, Solutions Consultants, and executives, to drive team selling.
• Manage complex deal processes, including procurement, legal, and security reviews.
• Maintain strategic account plans with goals, stakeholder maps, whitespace, and engagement strategies.
• Maintain an accurate forecast of expansion opportunities and own a 3× pipeline coverage model.
• Report updates, risks, and upside to sales leadership; keep opportunity next-step notes, MEDDPICC fields, and forecast categories current; and submit forecasts proactively and according to the forecast calendar.
• Build and nurture senior-level customer relationships and use in-person meetings to deepen strategic alignment and unlock growth.

Benefits

• Competitive base salary and uncapped commission with aggressive accelerators.
• Variable Pay Program eligibility.
• Comprehensive benefits package.
• Generous time off programs.
• Medical and dental coverage.
• Retirement plan with employer match.
• Parental leave plans for all family types.
• Job shadowing and one-on-one coaching opportunities.
• Tuition reimbursement for continuing education, advanced degrees, and certifications.
• Remote-first work plan and flexible work schedule.
• Monthly home-office stipend.
• Corporate wellness and personalized preventative mental health care programs.
• Summer Fridays with a six-hour workday each Friday from Memorial Day through Labor Day.
• Career advancement opportunities into senior sales and leadership roles for high performers.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed